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如果你是一家处于后期阶段的公司的创业者,你就会知道融资是一大挑战,需要付出大量的努力、投入和坚韧不拔的心态。而低迷的融资市场和高利率,增加了公司融资的复杂性。最近,我们的公司Alkira有幸完成了1亿美元C轮融资。我们非常感谢各方的支持,但这个过程并非一帆风顺。
作为Alkira的CEO兼创始人,以及网络公司Viptela(2017年被思科(Cisco)收购)的CEO兼创始人,我曾经历过多次融资过程。但最近的这次融资经历给我带来了独特的、宝贵的经验教训,在当前的市场中,这些经验教训能够给其他领导者带来帮助。以下是我想分享的一些主要启示。
启示1:首先要有出色的数据
在低迷的市场中,投资者自然会变得更加谨慎。他们看好的公司,要有出色的产品或服务,并且即使在经济逆境中依旧有清晰的成功路径。除此之外,2023年在美国每3美元投资中,就有1美元投给了人工智能初创公司。在当前的市场状况下,一家后期阶段的公司获得大量投资的情况极其罕见。因此,我们是如何做到的呢?如果你在这样的情况下,该怎么做呢?
一个冷酷无情的事实是,归根结底要看公司的基本面。你的公司必须能拿出强劲的数据,并且必须展现出持续的、可观的增长势头。你还需要拿出令人信服的理由证明公司的未来增长潜力,并提供证据。客户的口碑非常重要。就我们公司而言,我们为客户解决的“按需网络基础设施”用例的广泛性,以及客户对我们的解决方案的青睐,对我们的成功融资至关重要。此外,虽然Alkira并不是一家纯粹的人工智能公司,但我们在企业快速、安全地采用人工智能的过程中发挥着至关重要的作用。具体而言,我们可以快速推出人工智能服务,提供安全保障,并有效满足合规要求。我们明确阐述了我们的人工智能愿景,并证明我们的客户已经从中受益,这对我们的融资过程有巨大帮助。
另外非常重要的一点是,我们的前一轮融资持续了近四年。在此期间,我们以非常负责任的态度使用这些投资,在没有过度支出的情况下,证明了我们的商业模式。而且当时还正值全球疫情期间。向投资者们强调这一点,让他们相信我们能最大程度利用他们的投资。
启示2:优先考虑投资者契合度
尽管已经具备了这么多关键要素,但要找到一批了解我们的产品和市场的合适投资者并非一朝一夕之事。我们花了大量时间筹备投资者会议,但最终却没有得到我们想要的结果,很多时候这并不是我们自己的过错。有时候,可能你的演讲很成功,却无法打动对方。这可能是最艰难的部分:你知道自己做的一切都是正确的,但同时又必须保持耐心,等待奇迹出现。作为融资过程的另一方,我可以说,在目前的市场上,等待合适的投资者是非常值得的。
概括地说,投资者有两种类型。一种是仅仅为你的公司提供资金,但对你的业务和你所服务的市场了解不多的投资者。另一种投资者是真正的商业伙伴,他们会做调查,与你的客户进行广泛交流,全面了解你所在的独特市场,并为你的公司发展增加重要价值。两种类型的投资者都会对你的业务有所帮助,但在经济市场紧缩的情况下,后者变得更为重要。
找到能够把握你的市场机遇和竞争优势的投资者,可以让他们对你的公司有更坚定的信念。在市场低迷的情况下,这一点至关重要,因为投资者会精挑细选投资对象。此外,投资者熟悉你所在的领域,可以加快尽职调查过程,节省宝贵的时间和资源。合适的投资者还可以利用他们的人脉和专业知识,为你推荐潜在客户或合作伙伴,进一步坚定对你的公司进行投资的理由。在我的职业生涯中,这种情况不止一次发生过,而且我发现,由此建立的这种联系才是最长久的关系。
优先考虑了解你的业务和市场的投资者,可以增加你融资成功的机会,并吸引你所需的资金,使公司即使在充满挑战的经济条件下也能蓬勃发展。
启示3:不要满足于现状,要有更高的追求
在低迷的市场中,每一分钱都至关重要,卓越成为吸引投资者的最重要因素。在融资过程中的每一步,都不要满足于“现状”。在整个过程中,我们都会受到诱惑而急于求成,比如你的项目介绍或你的品牌叙述。但是,如果你的初创公司有强劲的数据、持续稳定的增长,并且对于未来的优势所在有明确的定位,就应该投入必要的时间、资源和精力,确保你的公司能充分发挥自己的优势,实现融资目标。回到我之前提到的一点,尽管有些投资人会议没有取得预期结果,我们会因此悄然产生挫败感,但我们永远不会让这些经历影响对下一次会议的准备。我们把每一次投资者会议都当作我们唯一的一次会议来对待,我们始终确保自己处于成功的最佳位置。
我们每天处理技术的方式也是如此。几年前,我们率先提出了按需网络基础设施的概念,现在,终于有越来越多的人开始理解这项技术的价值所在。如果我们一路走捷径,或者让挫败感冲昏了头脑,我们就不可能在当前的市场上融资1亿美元。要想颠覆传统行业,就必须坚定不移地坚持到底,提高资源利用效率,面对压力不安于现状。
重要启示
可以肯定的是,我和Alkira确实拥有一些其他创始人和公司所不具备的优势。我们的网络技术与最近的人工智能热潮非常契合,而且我在之前的初创公司中也取得了成功。我还得到了微软(Microsoft)精英创业计划(Elite Startup Program)的认可。当然,并不是每个创业者都有这些优势。
但要在市场低迷的情况下获得资金,必须采取一种战略性方法,并坚定不移地追求卓越。通过专注于强大的基本面、寻找合适的投资者,以及在压力面前坚持精益求精,你可以增加成功的机会。切记,即使在充满挑战的时期,对未来有清晰愿景的优秀公司也能吸引到蓬勃发展所需的资金。(财富中文网)
Fortune.com上发表的评论文章中表达的观点,仅代表作者本人的观点,不代表《财富》杂志的观点和立场。
译者:刘进龙
审校:汪皓
如果你是一家处于后期阶段的公司的创业者,你就会知道融资是一大挑战,需要付出大量的努力、投入和坚韧不拔的心态。而低迷的融资市场和高利率,增加了公司融资的复杂性。最近,我们的公司Alkira有幸完成了1亿美元C轮融资。我们非常感谢各方的支持,但这个过程并非一帆风顺。
作为Alkira的CEO兼创始人,以及网络公司Viptela(2017年被思科(Cisco)收购)的CEO兼创始人,我曾经历过多次融资过程。但最近的这次融资经历给我带来了独特的、宝贵的经验教训,在当前的市场中,这些经验教训能够给其他领导者带来帮助。以下是我想分享的一些主要启示。
启示1:首先要有出色的数据
在低迷的市场中,投资者自然会变得更加谨慎。他们看好的公司,要有出色的产品或服务,并且即使在经济逆境中依旧有清晰的成功路径。除此之外,2023年在美国每3美元投资中,就有1美元投给了人工智能初创公司。在当前的市场状况下,一家后期阶段的公司获得大量投资的情况极其罕见。因此,我们是如何做到的呢?如果你在这样的情况下,该怎么做呢?
一个冷酷无情的事实是,归根结底要看公司的基本面。你的公司必须能拿出强劲的数据,并且必须展现出持续的、可观的增长势头。你还需要拿出令人信服的理由证明公司的未来增长潜力,并提供证据。客户的口碑非常重要。就我们公司而言,我们为客户解决的“按需网络基础设施”用例的广泛性,以及客户对我们的解决方案的青睐,对我们的成功融资至关重要。此外,虽然Alkira并不是一家纯粹的人工智能公司,但我们在企业快速、安全地采用人工智能的过程中发挥着至关重要的作用。具体而言,我们可以快速推出人工智能服务,提供安全保障,并有效满足合规要求。我们明确阐述了我们的人工智能愿景,并证明我们的客户已经从中受益,这对我们的融资过程有巨大帮助。
另外非常重要的一点是,我们的前一轮融资持续了近四年。在此期间,我们以非常负责任的态度使用这些投资,在没有过度支出的情况下,证明了我们的商业模式。而且当时还正值全球疫情期间。向投资者们强调这一点,让他们相信我们能最大程度利用他们的投资。
启示2:优先考虑投资者契合度
尽管已经具备了这么多关键要素,但要找到一批了解我们的产品和市场的合适投资者并非一朝一夕之事。我们花了大量时间筹备投资者会议,但最终却没有得到我们想要的结果,很多时候这并不是我们自己的过错。有时候,可能你的演讲很成功,却无法打动对方。这可能是最艰难的部分:你知道自己做的一切都是正确的,但同时又必须保持耐心,等待奇迹出现。作为融资过程的另一方,我可以说,在目前的市场上,等待合适的投资者是非常值得的。
概括地说,投资者有两种类型。一种是仅仅为你的公司提供资金,但对你的业务和你所服务的市场了解不多的投资者。另一种投资者是真正的商业伙伴,他们会做调查,与你的客户进行广泛交流,全面了解你所在的独特市场,并为你的公司发展增加重要价值。两种类型的投资者都会对你的业务有所帮助,但在经济市场紧缩的情况下,后者变得更为重要。
找到能够把握你的市场机遇和竞争优势的投资者,可以让他们对你的公司有更坚定的信念。在市场低迷的情况下,这一点至关重要,因为投资者会精挑细选投资对象。此外,投资者熟悉你所在的领域,可以加快尽职调查过程,节省宝贵的时间和资源。合适的投资者还可以利用他们的人脉和专业知识,为你推荐潜在客户或合作伙伴,进一步坚定对你的公司进行投资的理由。在我的职业生涯中,这种情况不止一次发生过,而且我发现,由此建立的这种联系才是最长久的关系。
优先考虑了解你的业务和市场的投资者,可以增加你融资成功的机会,并吸引你所需的资金,使公司即使在充满挑战的经济条件下也能蓬勃发展。
启示3:不要满足于现状,要有更高的追求
在低迷的市场中,每一分钱都至关重要,卓越成为吸引投资者的最重要因素。在融资过程中的每一步,都不要满足于“现状”。在整个过程中,我们都会受到诱惑而急于求成,比如你的项目介绍或你的品牌叙述。但是,如果你的初创公司有强劲的数据、持续稳定的增长,并且对于未来的优势所在有明确的定位,就应该投入必要的时间、资源和精力,确保你的公司能充分发挥自己的优势,实现融资目标。回到我之前提到的一点,尽管有些投资人会议没有取得预期结果,我们会因此悄然产生挫败感,但我们永远不会让这些经历影响对下一次会议的准备。我们把每一次投资者会议都当作我们唯一的一次会议来对待,我们始终确保自己处于成功的最佳位置。
我们每天处理技术的方式也是如此。几年前,我们率先提出了按需网络基础设施的概念,现在,终于有越来越多的人开始理解这项技术的价值所在。如果我们一路走捷径,或者让挫败感冲昏了头脑,我们就不可能在当前的市场上融资1亿美元。要想颠覆传统行业,就必须坚定不移地坚持到底,提高资源利用效率,面对压力不安于现状。
重要启示
可以肯定的是,我和Alkira确实拥有一些其他创始人和公司所不具备的优势。我们的网络技术与最近的人工智能热潮非常契合,而且我在之前的初创公司中也取得了成功。我还得到了微软(Microsoft)精英创业计划(Elite Startup Program)的认可。当然,并不是每个创业者都有这些优势。
但要在市场低迷的情况下获得资金,必须采取一种战略性方法,并坚定不移地追求卓越。通过专注于强大的基本面、寻找合适的投资者,以及在压力面前坚持精益求精,你可以增加成功的机会。切记,即使在充满挑战的时期,对未来有清晰愿景的优秀公司也能吸引到蓬勃发展所需的资金。(财富中文网)
Fortune.com上发表的评论文章中表达的观点,仅代表作者本人的观点,不代表《财富》杂志的观点和立场。
译者:刘进龙
审校:汪皓
COURTESY OF ALKIRA
If you’re an entrepreneur for a late-stage company, you know that securing funding is a challenge that requires a lot of hard work, commitment, and a relentless mindset. Doing so in a down market with high interest rates adds another layer of complexity. Recently, our company Alkira was fortunate to close a $100 million Series C funding round. While we’re incredibly grateful for the support we’ve received, the journey wasn’t easy.
I’ve been through the fundraising process several times, as both Alkira CEO and founder, as well as CEO and founder of networking startup Viptela, which Cisco acquired in 2017. But this latest experience taught me unique and valuable lessons that other leaders can benefit from in this market. Here are some key takeaways I want to share.
Lesson 1: Start with the numbers
In a down market, investors are naturally more cautious. They’re looking for companies that have a great product or service and a clear path to success, even amidst economic headwinds. On top of this, AI startups attracted one out of every three dollars invested in the U.S. in 2023, making this particular down market even more competitive. For a late-stage company, getting a significant investment in this market is extremely rare. So, how did we pull it off, and what can you do if you’re in this situation?
The cold, hard truth is that it comes down to fundamentals. Your numbers need to be strong, and you must show consistent, substantial growth over time. You also need to make a compelling case for your future growth with proof to back it up. Customer testimonials are extremely important. In our case, the breadth of “network infrastructure on demand” use cases that we solve for our customers and how much they love our solution helped. In addition, although Alkira is not classified as a pure AI company, we do play a foundational role for enterprises looking to embrace AI quickly and securely. Specifically, we’re able to bring up AI services quickly, secure them, and effectively meet compliance requirements. Clearly articulating our AI vision, while showing that our customers are already benefiting from this, helped us tremendously in the fundraising process.
Another important point was that our previous round of funding lasted for nearly four years. In that time, we were very responsible with the investment, proving out our business model without overspending. This was also amidst a global pandemic. Highlighting this to investors gave them confidence that we would maximize their investment.
Lesson 2: Prioritize investor fit
Despite having so many key elements in place, finding the right group of investors that understood our product and market did not happen overnight. We spent countless hours preparing for investor meetings that ultimately didn’t result in the outcome we were looking for, oftentimes through no fault of our own. Sometimes you can nail your presentation, but the connection just isn’t there. That can be the toughest part of all: knowing you’re doing everything right, while having to remain patient for the stars to align. As someone who’s on the other side of the fundraising process, I can say it’s well worth the wait for the right investors in the current market.
Broadly speaking, there are two types of investors. One is investors that simply provide your business with capital but have a loose understanding of what you do and the market you serve. The other is a true business partner that’s going to do their research, talk extensively with your customers, have a comprehensive understanding of your unique market, and add significant value to your company’s growth. Both types of investors can be helpful for your business, but in a tight economic market, the latter becomes much more critical.
Finding investors who grasp your market opportunity and competitive edge allows them to build a stronger conviction in your business. This is essential in a down market where investors are more selective with their capital. Additionally, having investors familiar with your space can expedite the due diligence process, saving valuable time and resources. The right investors can also leverage their network and expertise to connect you with potential customers or partners, further strengthening your investment case. This has happened on more than one occasion throughout my career, and I’ve found that those connections are usually the ones that stick around the longest.
By prioritizing investors who understand your business and market, you can increase your chances of a successful fundraising round and attract the capital you need to thrive even in challenging economic conditions.
Lesson 3: Don’t settle for good enough
In a down market, where every dollar counts, excellence is the most valuable currency for attracting investors. Don’t settle for good enough in any step of the fundraising process. Throughout the process, there will be temptation to rush things, such as your pitch deck or your brand narrative. However, if your startup has strong numbers, consistent and sustainable growth, and a clear vision for why you’re well-positioned for the future, invest the time, resources, and energy necessary to ensure your business puts its best foot forward and succeeds in reaching its funding goal. Going back to something I mentioned earlier, even though there were investor meetings that didn’t go the way we’d hoped, and frustration could start to creep in, we never let those experiences shape how we prepared for the next meeting. We treated every investor meeting as if it were the only meeting we’d have, and we always made sure we put ourselves in the best position to succeed.
The same holds true in how we approach our technology every day. We pioneered the concept of on-demand network infrastructure a few years ago, and now, finally, more people are starting to understand why this technology is so valuable. Had we taken shortcuts along the way or let the frustration get the best of us, we wouldn’t have raised $100 million in the current market. Disrupting a legacy industry requires an unwavering commitment to seeing processes through, demonstrating efficiency in how you use your resources, and not settling for good enough in the face of pressure.
Key takeaways
To be sure, I and Alkira do have some advantages that not all founders and companies do. Our networking technology does mesh very well with the recent AI boom, and I have established a successful track record with a previous startup. I also had validation from Microsoft’s Elite Startup Program. Not every entrepreneur will have these advantages, of course.
Still, securing funding in a down market requires a strategic approach and unwavering commitment to excellence. By focusing on strong fundamentals, finding the right investors, and not settling for good enough in the face of pressure, you can increase your chances of success. Remember, even in challenging times, exceptional companies with a clear vision for the future can attract the capital they need to thrive.
The opinions expressed in Fortune.com commentary pieces are solely the views of their authors and do not necessarily reflect the opinions and beliefs of Fortune.